300 episodes

Unscripted, real, transparent information and interviews from Wes Schaeffer, The Sales Whisperer®, to help you master inbound marketing and generate more inbound sales that close faster, easier, at higher margin, with less stress and more fun.

The Sales Podcast Wes Schaeffer

    • Management
    • 4.8, 111 Ratings

Unscripted, real, transparent information and interviews from Wes Schaeffer, The Sales Whisperer®, to help you master inbound marketing and generate more inbound sales that close faster, easier, at higher margin, with less stress and more fun.

    Stop Selling and Start Closing With Dan Lappin

    Stop Selling and Start Closing With Dan Lappin

    Get all of the episodes and notes here.
    Join The Five to make every sale.
    There is a lot of psychology that goes into selling Breaking Sales is to help someone become objective A lot of salespeople grind and hustle and struggle They become attached to the outcome "I hope they like me. I hope I get the business. I hope I get invited back." Professional athletes know to let go of the outcome Golfers need to focus on the execution of the swing not the fact they just double-bogeyed the last hole When you focus on the outcome you change the execution of the skill, and that creates too much struggle Bring out peak performance Sleep, eat right, be sharp, exercise, meditate These are the new routines of top performers Adults learn well but we're attached to our history and efforts and past results so it's hard to change our habits and actions The key to a good sales conversation is your mindset It's not just who is asking the questions or giving more information The new routines of top performers include sleeping, eating, exercising, and even meditating." We're all guarded at first Will this conversation help us or harm us? Most salespeople want and need something from the prospect Have a helping/serving mindset You need to have a detached mindset There are no good or bad answers Don't assign values to answers. Just accept them for what they are. How many of your prospects have decided to make a change before you ever show up? Most salespeople admit only 10-30% are at that stage. For those ready to make a change you can follow "old school" sales tactics. To get exponential growth you need to get better at addressing the other 70-80%. How many of those are even ready and/or need to change? It's human nature to overestimate and underestimate You have to "spar" to gain more confidence. This is done in the deal dissection. Hesitancy, anxiety, disappointment, frustration, etc. can show up and blow up your meeting Detach so you're not thrown off by "bad" answers Those answers "don't mean anything, yet." Turn into those "bad" answers Role play with your teammates first (AI can help with your roleplaying) This is a lifetime project because sales is a profession Do a sales detox before you get on the phone Your prospects become defensive when they detect sales patterns Ask a lazy question, get a lazy answer Have an advisor mindset, detach, ask meaningful questions Can you help? How can you help? Are they ready for help? Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.
    Use these resources to grow your sales:
    Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast:
    Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

    • 49 min
    Make Money With Video With Weather Network Veteran Sheryl Plouffe

    Make Money With Video With Weather Network Veteran Sheryl Plouffe

    Get all of the episodes and notes here.
    Join The Five to make every sale.
    17 years at the Weather Network Position yourself as an authority with video Generate your own buzz Get more PR as an offshoot Build your digital footprint/presence "Daily Mail UK" found her and linked to her YouTube is a discovery platform Reverse engineer the Google/YouTube algorithm Go all-in on one core platform She shifted from Facebook to YouTube to be discovered by more people Facebook is good for nurturing existing customers (As Jay Baer mentioned many years ago) Show up. Add value. Grow." Get a good, simple tripod for $30 to hold your smartphone Keep it simple "Uncover the Expert In You" Don't drive ads to content when you're new to this Build a proven model first Planning your content is good It takes experience to "News Jack" (See what TeeJ Mercer says about that) Don't let your perfectionism keep you from launching Quality of quantity Three years ago she would've said "two minutes or less" Now it's "am I showing up and adding value" Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.
    Use these resources to grow your sales:
    Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast:
    Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

    • 31 min
    Sharecroppers, Stepchildren, Ugly Ducks, and Jeff Sexton

    Sharecroppers, Stepchildren, Ugly Ducks, and Jeff Sexton

    Get all of the episodes and notes here.
    Join The Five to make every sale.
    Are you a farmer or a hunter? Video views drop-off in the first 7 to 30 seconds People think the technology will do the work for them Technology + no sales system = frustration then failure Ryan Deiss Discovery content (Streaming is usually not great for this) Community content (Streaming can be great here) Email marketing is the red-headed stepchild of marketing You're a sharecropper on social media." Radio in the B2B space may not be the ideal medium for you Targeted media can help with branding to get you on the shortlist in B2B Radio is great for ugly-duck businesses Gary Vaynerchuk had success on social media discussing wine You need to be entertaining to deliver a message  "The plan is nothing but the plan is everything." Eisenhower If you wait until they need what you sell you have a credibility problem because they know you are trying to sell them. The short list...intuitive and reputation Prescription without diagnosis is malpractice Starting to put systems in place and scale May take 6-12 months to build name recognition "Advertising is a tax for businesses that are unremarkable." Seth Godin "Strong brands make for weak salespeople." "Marketing is just selling in print." Claude Hopkins Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.
    Use these resources to grow your sales:
    Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast:
    Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

    • 48 min
    This Dyslexic CEO Grew 481% Last Year. Meet Wesrom's Robert Indries

    This Dyslexic CEO Grew 481% Last Year. Meet Wesrom's Robert Indries

    et all of the episodes and notes here.
    Join The Five to make every sale.
    Chairman Born in a (very) small farming town in Transylvania, caring for cows and working the land. At 14 he moved out of his family home and started working odd jobs to support himself, all while being dyslexic up until his early 20s. Lived in Siberia, Mexico, and frequent visits to the US Built first business in 2012 Built several profitable businesses in the US and Europe, generating millions in revenue every year, has been interviewed for Entrepreneur.com as an International Tycoon, and coaches several dozen startups and established businesses on how to grow and scale. Owns 10 businesses now Grew 481% last year in his portfolios Not all businesses are related Marketing Travel Recruiting e-commerce Consulting in all of them Started two from scratch and bought into others Built and sold a company before Wesrom 5 divisions 30 staff Prospects come to him for help they can't afford They give ownership shares He helps businesses grow Top 5 Ways to generate leads online during a crisis How we’re steadily growing by 20% MoM in an industry that’s plummeting How sales can bulletproof your business during COV-19 How we closed 50 new clients at $440/hr while the economy is on the brink of crisis Money doesn't vanish it times of turmoil, it just shifts." He's pitched every week Hired to do investment feasibility assessments  Three things to consider Does he like the product? Is it genius? Studies the competition and asks the market if they'd buy it Look at the founders Easy-going in his negotiations It's easy to stand out in crowded markets Money doesn't vanish, it just shifts Sell consulting and memberships and ongoing commitments vs. one-off items in times of turmoil Build your mailing list for less now Strategists vs. tacticians Postpone everyone's payments or cut them in half to keep them Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.
    Use these resources to grow your sales:
    Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast:
    Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

    • 57 min
    Use Data To Be a Better Human To Sell More To Humans, With Steve Mast

    Use Data To Be a Better Human To Sell More To Humans, With Steve Mast

    Use data to know what your customers want
    Customer insight has fundamentally changed
    Ratings, reviews, etc. put the customer in charge
    Beyond surveys
    Keep up with cultural trends
    You cannot be tone deaf any longer
    So much advertising and marketing is...
    Ask your customers and core consumers what they think of what you're doing
    Stay in touch to get incremental input as you're launching a new offering
    Steve Jobs engaged with customers all the time and so did Jony Ive
    Be agile

    • 49 min
    Falsehood In War Time (and Growing During COVID-19 and Beyond)

    Falsehood In War Time (and Growing During COVID-19 and Beyond)

    Get all of the episodes and notes here.
    Join The Five to make every sale.
    Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.
    Use these resources to grow your sales:
    Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast:
    Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

    • 50 min

Customer Reviews

4.8 out of 5
111 Ratings

111 Ratings

Macstephen1 ,

Don't Go It Alone

Great conversational show. Real people talking in a real way. Gold!

Ace Chapman_ ,

Love the energy of the show

Wes knows what questions to ask. He puts out great advices and interviews. More power to this show.

top-slr ,

Keep it up

Quality podcast with good info for sales

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